Josepha OBIN

• Lead a global team of 6 BDRs.
• Increased team's pipeline by 40% since November through strategic initiatives.
• Increased the conversion rate from SQL to Opp by 20% since January.
• Optimized GTM processes to align with strategic goals, improving efficiency and maximizing profitability.
• Facilitated cross-functional teamwork, ensuring alignment with business development objectives.
• Implemented AI solution in BDR prospecting.

• Leading, managing, coaching and inspiring a team of 6 BDRs covering EMEA to achieve high performance.
• Developing and implementing comprehensive enablement programs for the entire EMEA Sales Team and the SDR NAMER Team to enhance the Team's operational excellence.
• Collaborating proactively with cross-functional teams including Sales Leaders, Marketing, Revenue & Operations, Enablement, Partners to drive pipeline growth.
• Conducting performance evaluations, compensations and hiring to maintain appropriate staffing requirements.
• Implementing and developing operational standards, policies and procedures

Key Achievements

• Manager Award : Q3-2022 Quota Winner.
• Built from scratch the EMEA BDR Team, focused exclusively on outbound activities
• Doubled the pipeline in EMEA region through strategic planning and execution (H2 FY22)
• Spearheaded initiatives in collaboration with key stakeholders that led to the penetration of new markets and acquisition of new logos.

• Train, Coach and Manage a Team of 8 SDRs, using tactics to improve motivation.
• Organize monthly Blitz and Pipe Power week with the SD org and AE Teams.
• Create comprehensive sales plan to improve company’s market presence in EMEA and maximize sales performance (Alignment, Career Matrix, Enablement Sessions…).
• Expand cross-functional organizational capacity by collaborating across departments on priorities, functions and common goals
• Reduce process bottlenecks by training and coaching SDRs & BDRs on Cold Calls, Objection Handling, Basho Emails and performance strategies.
• Innovate in launching always-on "Industry Campaigns" with BDR, AE and Marketing Teams.

Key Achievements

• Exceeded sales target by achieving 120% of our Outbound pipeline driven by a customer-focused approach.
• Increased Reps Productivity from 50% to 90% driven by operational excellence.
• Talent Development : 6 promotions to AEs.
• Developed and authored the comprehensive SDR Playbook, providing a standardized framework and best practices for the entire company.

• Trained a Team of 6 BDRs
• Conducted training and mentored BDRs to promote productivity and accuracy
• Assisted in recruitment of 10 new team members
• Generated new business opportunities to fuel sales pipeline (strategic research, cold calling, emails…)
• Implemented advanced reporting tools and dashboards, providing real-time insights through Tableau.

• 550k closed by AEs – 400 qualified opportunities : $7M of pipeline sourced
• Collaborated with 8 Key Account Executives to set pipe generation strategies
• Participated in the organization of various events by generating pipe (World Tour, Basecamps…)
• Average of 110% of target attainment monthly

• $273k closed by AEs – 131 qualified opportunities : $2.2M of pipeline sourced
• Established pipe strategies to overachieve
• Outreached relevant prospects and customers to help them to have more impact
• 125% Monthly Target (on average)

• Team leader of 13 SDRs
• Conducted regular one-on-one meetings with each team member to discuss their progress, provide feedback and set performance goals.
• Collaborated with the Sales Operations team to gather and analyze relevant data and insights for better decision-making.
• Optimized outreach methods to enhance the overall efficiency and effectiveness of the team

• Achieved project deadlines by coordinating with contractors to manage performance.
• Chief interlocutor with C’Discount.com (negotiate quantity and prices, plan future orders)
• Researched industry and marketplace trends to develop marketing solutions and enhance business operations